From Selling to Managing

5

The ControlFunction

As field sales manager you are in control of your job when:

1.As a result of sound appraisal (formal and informal) and progress toward agreed-upon objectives, you know how to improve performance.

2.You apply this knowledge to improved planning.

One of the more important duties of management is to be in control of the operation assigned to it. As a manager, you assign a part of your responsibility to other people; yet you are held accountable by your supervisors for the entire operation. You cannot excuse failure by blaming those under you. It is expected that you will be in control at all times and will see to it that the entire job gets done properly.

In the cycle of management, which is discussed in Chapter 1, control ...